Exam 12: Closing Begins the Relationship

Sales should never be closed immediately following the approach.

The questions in the continuous-yes close should be:

As a salesperson, how should you respond to a prospect if you are unable to close the sale?

More than two attempts at closing can appear pushy and should be avoided by salespeople.

Robert is a technology salesperson. On receiving a stalling objection from one of his clients, he used the probability or rating close. The prospect responded, "I am not sure, maybe you have a 20% chance of making the sale if you come after a week." What action needs to be taken by Robert if he should have a chance of making the sale?

During the sales presentation for the CNC heavy-duty router, the salesperson asked, "Do you prefer the 4-foot-by-4-foot or the 4-foot-by-8-foot table size router?" The prospect looked at the salesperson and said, "Before I make a decision, tell me more about the motor that's on this router." After providing the requested information, the salesperson said, "I'll process your order right now. Please sign this order form." When the prospect reached for his pen, the salesperson knew he had closed the sale. Which method of closing worked for this salesperson?

Which statement from the salesperson best represents the Direct close?

Stage Technologies is a London-based company that supplies engineering solutions for the entertainment industry. It has helped the boy-band Westlife make a flying entrance onto stage and provided stage-rigging packages for Princess Cruise vessels. The company was established in 1994 after a couple of production designers decided that the automation of theater productions could be done more safely and more efficiently by using modular production rather than the old "build-as-needed" formula. The company installs wenches, stage lifts, and other equipment commonly used in stage productions. The equipment is designed so it can be operated from a single console without awkward or heavy lifting. Both opera companies and theaters see the benefit of such a system, but many are reluctant to buy because of perceived costs. John Hastie and Mark Ager, the company's best salespeople, must design sales presentations that address these concerns. What kind of a close would Ager be using if during the presentation he said, "If you don't decide to let us design and construct your stage-rigging by the end of next month, we will not be able to begin the project until next fall"?

How does the modified T-account close differ from the T-account close?

What should a salesperson do as soon as he or she asks the prospect for an order?

Some prospects view the continuous-yes close as an insult to their intelligence.

While working with a customer at your weekend job in a furniture store, you notice the customer is closely examining a set of patio furniture. From your study of professional selling, you know that the customer is:

Every sale is a negotiation, and most sales negotiations focus on cost and quality.

A salesperson should not attempt to close a sale at the early stages of the presentation even if it appears that the prospect is ready to buy.

As a salesperson, you should know that the purpose of the negotiation close is to:

To become a truly professional salesperson, you must be able to close under fire, which means to:

The question close focuses on having the buyer make a key decision.

Explain direct close. When can this be used?

A(n) ________ refers to anything prospects say or do indicating they are ready to buy.

Mark is presenting his product to a prospect when he says, "I am not so sure we have five sacks of mulch available. Would you want them if I have them in stock?" Mark is using the: